10 Proven Ways to Recruit Quality Franchisees

Franchise recruitment is complex if it is done well. You need to simultaneously play the role of salesperson, life coach and HR selection person. Last month FRI invited two respected franchisee recruitment experts to tell us everything they knew about how to increase the quantity and quality of enquiries from prospective franchisees. Joe Mathews and Thomas Scott from the Franchise Performance Group were open and gracious in sharing their research and experience. I’ve listed below 10 of the evidence based strategies they shared over three webinars. Read entire post

The Elephant that Flew

This Tip opens and closes with an elephant story. The first is a traditional tale that reminds us, all is not as it seems. The second is a sad, but uplifting story about a baby elephant called Max. Read entire post

Building Rock Solid Relationships

In 1981 a young musician called Shane Howard made his first journey to Uluru, also known as Ayers Rock, that magnificent red monolith in the middle of Australia. He was so transformed by the experience he wrote a song — a moving, hard driving song with a catchy riff and a deep message that’s been etched into the minds of several generations of Australians. The song “Solid Rock” is today widely regarded in music circles as one of the top 20 Australian songs of all time. Read entire post

Whoops Wrong Person!

Recently I was sitting on a tram quickly checking through my emails. I forwarded one particular email to one of my team with a comment at the top. Well I thought I forwarded it. But I actually pushed the Reply button without realising it. The following morning the original sender emailed me back a note on what I’d said, which he assumed was meant for him. Luckily my original comment had been complimentary, which is not always the case! Read entire post

The Kimono Conundrum

What do you think are the key responsibilities of a franchisor? For instance how involved should they be in the business affairs of their franchisees? I raise this because of a fascinating discussion I recently had with a group of franchisees. They were debating the extent to which they were prepared to “open their kimonos” to their franchisor. Some said they would welcome their franchisor’s full involvement with their business, while others were suspicious of the value, or wisdom, of sharing too much information. Read entire post

The Day the Lights Went Out

It’s 10am, I’m in the Philippines and I’m sitting in the dark. Typhoon Glenda is raging outside. There’s an eerie glow around me along with the murmur of a thousand voices. While I’m not in a church, there is a sort of worship going on. I’m inside a giant casino. Earlier I was having my breakfast when the lights flickered and we were plunged into darkness. Read entire post

They’re back and they’re taking over. Are we ready?

I was recently talking to a team of franchisor marketing executives about communicating with franchisees when I realised the entire team, including the manager, was around 30 years of age. While they listened politely, I couldn’t help but sense they were thinking “yeh, yeh we know what you’re saying, anything else?” And I found myself thinking in response, “I know you think you know what I’m saying, but do you really know?” Read entire post

Are Company Stores a Good Idea?

Just over a year ago a client walked into a meeting shaking her head. “Our boss wants us to look at the viability of opening more company owned stores.” She was exasperated because she held a belief, shared by most franchisors and consultants, including me, that franchisees will always drive better performance in a business due to the “skin in the game” factor. The logic is, while an employed manager may be motivated by performance bonuses or the possibility of losing their job, this pales into insignificance when compared to the fear a franchise owner has of going broke and possibly losing their home. Read entire post

The Man at the Back of the Room

Last week I addressed the Institute of Management Consultants on the topic of building a business based on Intellectual Property. As I entered the venue a man in a neat uniform approached me with a friendly smile and asked if I would like something to drink.  Read entire post

Why the Soft Side of Business is the Hardest

I’ve just returned from our second Advanced Field Manager Bootcamp in Brisbane. The openness of people to learn and grow has been inspiring. Yesterday, we had Steve LeFever as one of our guest mentors. Steve, an international expert in franchising financials, was explaining to the 38 field managers in the room why they need to understand how to help franchisees improve their profitability. He passionately made the following point. “When franchisees are making money, they are happier, and when they are happier they complain less. And when they complain less it makes your life easier!” Read entire post


Greg Nathan is a psychologist, author and an international expert on the franchise relationship. Connect with him on Google+ or Linkedin.

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